Many people have come up with different acronyms using the word SMART. The one that is most known is creating SMART goals or objectives. Which means they must be Specific, Measurable, Attainable, Realistic, and Time Sensitive. If you are not familiar with creating goals that are SMART, just do a quick google search, or contact me and lets discuss.
However, this post is to share with you another SMART acronym that I learned at a client’s office the other day. By using the letters that make up the word SMART, they created a creed that all sales representatives can use to ensure they are the best sales people they can be.
It was the first time I had seen it used this way.
To be a successful sales representative in your industry, my industry, or any industry, this can be a blueprint to ensure you are the best you can be.
S Service: As a sales representative your number one mission is to deliver great customer service. You do this by simply providing not only what is expected from your customer, but providing them even more. Don’t just meet their expectations, exceed their expectations in everything you do. This alone will put you in a different category of sales representatives.
M Motivation: All sales representatives must be motivated. Motivation is an inside job. Meaning that you as the individual sales person need to find and create ways to ensure you stay motivated. All great sales people know how to do this.
A Accountable: If you desire to have success in anything in your life personally or professionally, you have to create systems that hold you accountable to doing things you have to do, and doing those things you hate doing. The bottom line is there are many things we can do to have success, but one of the best things we must do is create a system of accountability for ourselves, when we don’t do something we should have done. This usually requires someone else to help hold us accountable. If you want more information on how I do that reach out to me at firstname.lastname@example.org
R Results: At the end of the day the only thing that really matters is our results. Sure we can celebrate our activity, we can celebrate our conversations, but in sales, the only thing that pays bills and puts money in our pocket, is results. Translation: Sales. Great sales people know that results are critical to everything they do and they hold themselves accountable to achieving them.
T Time Management: My mentor told me this: He said “Multi-millionaires have 24 hours a day to accomplish everything they want to accomplish.” He then said “That poor people have 24 hours in a day to accomplish everything.” He challenged us and said “What is the difference between the two groups of people?” The answer: What they do with their 24 hours a day. That is the difference. Successful sales representatives own their schedule and make sure they do the most important income producing tasks first and foremost.
Questions for you: Are you a SMART sales representative? Do you deliver amazing Service, before, after, and during the sale? Do you create your own motivation and know what motivates you to get up, and get out and make things happen? Are you accountable to yourself and to others? Do you deliver results? And lastly, do you dominate and own your schedule and control your time?
Most successful sales representatives are SMART, however, these same successful people also know that they can be even more successful. They realize that even though they are SMART, they are constantly looking for that slight edge to be even more SMART. If you want to be even SMART ‘er reach out to me at email@example.com.
2018 is right around the corner. If you haven’t already started setting goals and thinking about how you will be even more SMART in 2018, here is your chance, reach out to me. I coach individuals and companies to achieve higher performances and goals in their business as well as their personal life.
To your success and your future.